Successful AI adoption happens when implementation authority is decentralized but accountability remains clear. This creates a fundamental challenge for GTM teams trying to navigate enterprise sales.
Prove value in daily work. These are people drowning in manual processes, missing SLAs, already using ChatGPT to survive. They become your internal evidence base.
Control discretionary budgets. Translate executive vision into operational reality. Have authority to run pilots AND understand frontline pain. This is where the real work happens.
Power: Can run pilots AND smooth friction both directions
Top-Down: Support
Who: C-Suite, VPs, Executive Sponsors
Remove organizational barriers once value is proven. Provide air cover and force participation from resistant middle management.
Power: Can mandate but don’t understand the work
The Critical Insight
Executives don’t drive adoption — they enable it. The real work happens in the middle.
This isn’t the traditional enterprise sales motion. It’s messier, takes longer, and requires managing multiple stakeholders with conflicting interests. But it’s the only approach that actually works.
Gennaro is the creator of FourWeekMBA, which reached about four million business people, comprising C-level executives, investors, analysts, product managers, and aspiring digital entrepreneurs in 2022 alone | He is also Director of Sales for a high-tech scaleup in the AI Industry | In 2012, Gennaro earned an International MBA with emphasis on Corporate Finance and Business Strategy.
